Strategic Partnerships & Growth Lead – DoW

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Cursor

WebsiteLinkedInAll Job Openings

51 - 200 employees

🤖 Artificial Intelligence

☁️ SaaS

🤝 B2B

Artificial Intelligence • SaaS • B2B

Cursor is an AI-powered coding platform and IDE designed to make software developers extraordinarily productive. It combines AI-assisted autocompletion, agentic programming assistants, a CLI agent, and deep codebase indexing to help developers write, review, and refactor code faster. Cursor integrates with GitHub, Slack, and enterprise tooling, offers access to multiple large language models, and is positioned as a secure, enterprise-capable SaaS product used by professional teams.

📋 Description

• Own and grow Cursor's relationships with defense prime contractors focused on Army programs: SAIC, Leidos, Booz Allen Hamilton, CACI, Peraton, and emerging Army-focused software integrators • Negotiate and close partnership agreements — reseller arrangements, teaming agreements, and approved vendor designations — that embed Cursor into prime contractor software delivery workflows • Identify program-level opportunities where primes are building or modernizing Army software and position Cursor as the developer tooling standard • Work with prime contractor BD and program management teams to co-sell Cursor into new Army contract awards at the proposal stage • Build relationships inside Army Software Factories (Kessel Run, Project Origen, Castle Rock) and program offices to generate bottom-up demand that pulls through prime-channel agreements • Engage Army CIO/G-6, PEO EIS, and Futures Command tech organizations to build awareness and preference for Cursor within Army software development standards • Represent Cursor at AUSA, NDIA, and Army-focused industry events; establish Cursor's presence in the Army software modernization community • Own a revenue target for Army/DoD prime channel business • Build and manage a pipeline of prime contractor partnerships and program-level co-sell opportunities • Forecast and report on channel pipeline with the same rigor as direct enterprise deals • Partner with Field Engineering on technical evaluations and POCs embedded inside prime contractor development environments • Work with Cursor's legal and compliance teams on teaming agreements, vendor qualification processes, and FedRAMP/IL considerations relevant to prime contract requirements • Channel Army developer feedback and product gaps back to Cursor's roadmap team

🎯 Requirements

• Active Secret clearance or above • 5+ years of channel sales, BD, or partnership management experience inside the defense industrial base, with a focus on Army-aligned programs • Existing relationships at one or more major Army prime contractors (SAIC, Leidos, Booz Allen, CACI, Peraton) at the BD, program management, or technical leadership level • Understanding of how prime contractors evaluate, approve, and deploy software tools across their development teams and program deliveries • Track record of standing up or expanding channel and partner relationships that drove material software revenue ($500K+) • Comfortable working both the prime-facing channel layer (BD, program managers, contracts) and the end-user pull-through layer (Army software developers, Software Factory operators)

🏖️ Benefits

• Health insurance • 401(k) matching • Paid time off • Professional development